The sales process moves from cold leads → to warm opportunities → to hot deals. Prospecting is what happens in-between.

• Sales and marketing source leads. Leads are unqualified prospects and come from marketing or sales.
• Sales qualify leads into pro...

• 1A. AE Rep Productivity by Segment. AEs are direct outbound sales reps with variable ramping schedules and quotas depending on their segment. 
• 1B. Inside Sales Rep Productivity
• 1C. Average ACV by Segment
• 1D. Accounts
• 1E. ARR by Segment
• 1F. Sales Expens...

There are different stages of a product and different strategies apply to each of them: 

1. Market Introduction: High costs, low sales, little competition, customer education, marketing investment, low profitability
2. Growth: Declining costs, higher sales volumes, profitability appe...